Anyone who thinks international trade is all about moving quickly and negotiating the best deal may be surprised. Sometimes it takes two years before a first meeting takes place. This has little to do with a lack of interest and everything to do with the fact that building trust takes time.
Ramon Borst experienced this recently. For two years, he stayed in contact with a dairy factory in Scandinavia. An occasional phone call or email, simply asking how things were going and whether Used Dairy Equipment could be of assistance. Eventually, his patience paid off: "After two years, I received a message: Ramon, you are welcome on this date. Make sure you are here."
A few days later, Ramon was walking through the factory. Since then, a large part of the equipment has already been sold, even before leaving the factory.
For Ramon, this is exactly what makes his work so interesting. Of course, the business is about equipment, but international trade is ultimately about people. "You have to find the right balance. You do not want to push too hard, but you also need to stay visible. There is a lot of competition in the market, so staying in contact is important."
That means investing time in relationships. Listening to what a customer needs. Understanding how a factory works and taking action at the right moment. Sometimes this results in an order within a few weeks. Sometimes it takes years. That is what makes every deal different.
The fact that Ramon now advises international customers was far from a given. He originally started working in logistics at parent company Lekkerkerker. After secondary school, he planned to study International Trade, but when the programme unexpectedly did not go ahead, he decided to take a gap year first. Through someone he knew from his football club, he found his way to the company.
After completing his studies, Ramon returned. He progressed from logistics to foreman, inventory management, managing the logistics and warehouse departments and eventually sales. Along the way, he even started his own car company, before returning to Used Dairy Equipment, first as a self-employed professional and later as a permanent employee. He uses this broad practical experience every day. "I can often tell within a few seconds whether a machine could be interesting for our customers."
Having spent years working in logistics, dismantling and project coordination, Ramon looks at equipment differently from someone with a purely sales background. He knows what customers look for, which installations may be suitable and which technical challenges could arise.
According to Ramon, this is one of the areas where Used Dairy Equipment differs from many other companies in the market. There are plenty of traders who purchase machines and sell them on directly. Used Dairy Equipment deliberately takes a different approach. Machines are technically assessed and, where required, refurbished and tested. Customers can also rely on support with transport, installation, commissioning and technical questions.
"Customers increasingly want certainty. There is a growing shortage of technical staff. They want to know that a machine is working properly before it is shipped."
This is where the different areas of expertise within the organisation come together. Sales, logistics, engineering and the in-house dismantling team work closely together to give machines a second life. This enables Used Dairy Equipment to support customers from the first introduction through to final commissioning.
Ramon also sees the importance of this cooperation within the organisation. Over the years, he has been given several opportunities to take the next step. From logistics to management. From manager to sales. He was given the opportunity to learn skills he had not yet mastered. "Sometimes you are thrown in at the deep end here. That does not suit everyone, but it is something I really enjoy."
According to Ramon, this freedom is characteristic of Used Dairy Equipment. People work hard and are expected to take responsibility, but they are also given a great deal of trust. Employees have the freedom to make their own decisions and develop themselves. His own career is a clear example. What started as a temporary gap year has developed into a career in which he now travels around the world, builds international relationships and coordinates complex projects.
And that first phone call to a new customer? It could be the start of a relationship that results in a successful deal several years later.
